Tag: Sales pipeline

There was once a small B2B consultancy firm in Hampshire. For them, prospects – just like buses – would fail to materialise when they really needed them. And then – as soon as they were busy – prospects would magically appear in threes, all wanting help at the same time. What…

New business

New business

You’re forecasting your new business revenues for the next financial year. You’re trying to imagine what that looks like in terms of actual new clients. You assign some sort of quantity of new clients – and what ballpark revenue they might bring in – to the detail of the forecast. Then you double it, add some, pick…

New business Sales

“I’ve done it!” Yelled a client at me down the phone. “I’ve started a sales pipeline! I’ve got 158 leads in my database!” “What sort of leads?” I asked her. Never one to let my clients do a half-baked job. “Perfect ones,” she retorted gleefully. “You’d be so proud of me,” she continued.…

Sales

You might not be sure what you should be doing with your own customer or prospect database – or even whether or not you have one. Even if you are sure you need a proper database at some stage, you might have no idea where to start, or it feels like…

Business development Sales

Maybe you’re not sure about where to start with new business, sales and marketing, and are worried about getting it wrong. Maybe you’ve tried a few things, but you don’t know if they’re working or not, so you’re not feeling very confident about the next steps. Maybe you’ve jumped in…

Business development Kim Mason Marketing New business Positioning

This is the second of two posts helping business owners and those with responsibility for new business by providing them with a template for a topline business development plan. It is particularly relevant for small and medium firms selling B2B (business to business). If you want to start at the beginning, here’s Part One. If you’ve just read…

Business development New business Positioning Sales

Do you ever feel like you just want a look at someone else’s business development plan to get you started? Some inspiration and ideas to get you going? A sort of template umbrella plan that helps you think about the options, one that you could change to suit your own firm?…

Business development New business Positioning Sales

There are lots of different ways to attract new clients, and some of those routes-to-market can be more challenging than others. But one of the simplest methods – and in my opinion, the most satisfying – is to give away something of value to you. Something that you know your lovely prospects will…

Business development New business Sales